September 30, 2008

There is probably a lot of negatives going through your head when you realize you’ve got to get to the top decision maker for a particular sale? However, you know the executive suite is where you have to be to increase you chances of success.

Most sales people quickly boast that they can get to or have “no problem” meeting with the top executives of their prospects or customers. So if there is no problem meeting with key decision makers, why don’t more sales people do it?

1.It’s scary.

2.It’s a hassle.

3.You’re concerned about upsetting your main contact.

4.Past rejections make you gun shy.

No matter how you spin it, if the big dog is happy with your proposal, you get the contract. So who better than you to make him happy with your message?

Here are 5 tips to help you overcome the anxiety and make it easier to push upwards:

Admit you feel uneasy. Then you can deal with it.

Positively Visualize the Outcome.Think, “This will be a great meeting.”

P ractice Your Introduction. When you know what you’ll say, it helps you visualize the situation in a positive frame.

Develop Confidence by Preparing. Get information about the executive and the company.

Get-Over the Holier than Thou Syndrome.Realize this person is human just like you.

It’s mentally tough to set-up meeting with senior executives. Bottom line your sale’s decision lies in the executive suite. So set your thinking that you belong at the the top and you’ll get there.

September 25, 2008

Do you have a desire for more sales?This is what I call a problem (not a wish) and the way to solve the problem or improve your situation is to do something about it.If you do nothing thinking that things will get better, well then it is a wish.You may think that every time you try to get better nothing really happens.Well that’s because you won’t let it.Here’s why.

You have been conditioned - yes that’s right, brainwashed from childhood that you have limits.Remember those words spoken to you such as; worthless, never amount to anything, lazy, why can’t you be like your sister/brother/other kids, etc.Well those voices are still talking to you and holding you back.You can’t get better because every time you move ahead, you sabotage yourself.Or every time you’re presented with suggestions to improve yourself, you reject them because you feel uneasy about them doing any good.Well that uneasiness is the thought of striving for success.You see you are more comfortable in your less successful state because that’s where you’ve always been and it’s familiar.

The expression “The devil you know is better than the devil you don’t know” is a perfect example of this limiting mentality.It says, stay in your misery because if you try to change for the better, it could be worse.But if you do nothing, you’re guaranteed to stay the same or get worse if other move beyond you.Or when you’re presented with the opportunity to learn more or do something differently, you say you can’t afford the time or it’s not worth the money.So again you are guaranteeing that you will stay where you are or get worse as others improve themselves.

Here is my ultimate test for you to decide if you are suffering from limits of your subconscious / upbringing.Think of something that could help you or that you just want.It could be attending a seminar or buying a new outfit.If one of your children came to you and asked for the same thing with an explanation why s/he wanted it, what would you say.If you’d give it to your child, yet not to yourself, then you have limits that will continue to keep you right where you are i.e. your financial status, social status, outlook for the future, and you’re happiness.

So if you’d like more because you’re not satisfied with what you have now, then you have to change your subconscious and here’s a start.Think, I’m not satisfied with the devil I now know, and I am going to step forward in thoughts and actions to find the happiness, financial status, or whatever you’re desire.See this kind of thinking will give you a good chance of getting it, whereas the other guarantees you won’t get it.